High Impact NEGOTIATION STRATEGIES

Your buyers negotiate for a living, or they’ve been trained by every seller who folded before you. You improvise. That gap has a price, and you’re the one paying it.…

Imagine you’ve done everything right. Six weeks of negotiation. You won the uplift cap, the reduction rights, the data export terms, a limited audit scope. A genuinely good outcome, all of it…

Applying renewal tactics to a new purchase, or new-purchase optimism to an audit, is how buyers lose money while working hard. There are five distinct software deal types, and the power position…

Every software salesperson you meet has been trained. Four to six weeks a year, paid, professional. A meaningful part of it is specifically about negotiating against people like you. So the moves…

There’s a term in a large share of software agreements that costs organisations six figures, appears on the first page of the order form, and is almost never noticed, because on the…

An RFP is not a document for comparing suppliers. It’s the instrument that sets the terms on which you’ll later negotiate, and most buyers give that away in the first section without…

Most buyers leave vendor meetings holding a proposal and no information. They got the pitch, the slides and a price. They learned nothing about the person opposite, their real flexibility, or the…

There’s a phase of every software negotiation that buyers skip, because it doesn’t feel like negotiating. It’s the phase that decides the outcome. By the time you’re in a room discussing numbers,…

Ask yourself an uncomfortable question before your next vendor meeting. Do you know how the person opposite you gets paid? Not roughly. Specifically. Are they carried on annual contract value or total…

A technology sourcing professional carries twelve to eighteen open projects at any moment and closes forty to sixty deals a year across dozens of suppliers. Spread across that, a single renewal gets…